Practice Makes Perfect - Overcoming Objections

You’ve made 43 cold calls—all voicemail.

Then, on #44… someone picks up.

You get 10 words out before the objection hits:

“Thanks, we already have a supplier.”

Hopefully, you’ve done your pre-call work and you’ve prepared for this moment. Here are our tips for overcoming these objections:

• Smokescreens – Early-stage objections are not true objections, but programmed responses for the prospect to get off the phone with you. Don’t get stuck trying to resolve them

• Practice, Practice, Practice – It doesn’t matter if you're selling software, chemicals, or fabricated components, you’re likely to hear the same objections. The good news is that you can anticipate the objection and practice your response

• Maybe’s Will Kill You – Yes is great, even a hard no is ok, but the maybe’s will kill you. “Send me some literature”, “let me get back to you”, “send me some pricing”. These are not serious engagements and are just another form of a smokescreen with your prospect trying to get off the phone. Don’t waste your time chasing these activities as they are likely not to produce any results

Want help turning your team’s cold calls into actual conversations?

DM me or reach out to the team at XSELL Sales and Business Consulting.